Selling solutions is about more than vending a hodgepodge of products; it’s about pulling those products together in a purposeful way to produce desired business outcomes....
To find out the ‘real’ reasons behind our indirect-sales woes, we need to embrace the inquisitiveness of our inner child and repeatedly ask why....
The message vendors need to convey to partners has little to do with reselling cloud products; it’s all about leveraging the cloud to make businesses more efficient, agile, and competitive....
With some guidance, vendors can show partners that the key to high performance is building value, not one’s salary....
In some quarters, a college degree is becoming more important, but it might be time to rethink how we train people to enter the workforce and deploy increasingly pervasive automated systems....
Cloud computing isn’t a product; it’s an enabler of value-based outcomes. ...
It’s completely reasonable for vendors to raise the bar a little higher for partners each year, but setting unrealistic goals can push partners away and into the arms of competitors....
Technology vendors need to help midmarket companies stay competitive by capitalizing on the automation trend....
The PC is alive and well, and Microsoft’s latest offering might just make these ‘lowly’ devices profitable once again....
Knowledge is power; the more data you have about end users and partners, the more effective you’ll be at strategizing, communicating, and selling....
In the technology channel, teaching partners ‘how to fish’ means instructing them on how to sell....
Vendors may want to focus on their own efforts to drum up business and engage partners instead of trying to steal competitors’ thunder....